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Power pricing : how managing price transforms the bottom line / Robert J. Dolan, Hermann Simon.

By: Dolan, Robert JContributor(s): Simon, HermannMaterial type: TextTextPublication details: New York : Free Press, c1996. ISBN: 068483443XSubject(s): PricingDDC classification: 658.816 LOC classification: HF5416.5
Contents:
1. Introduction -- 2. Price, Costs, and Profit: Economic Underpinnings of Pricing -- 3. Price Response Estimation -- 4. Pricing and Competitive Strategy -- 5. Price Customization -- 6. International Pricing -- 7. Nonlinear Pricing -- 8. Product-Line Pricing -- 9. Price Bundling -- 10. Time Customization of Prices: The Short Term -- 11. Time Customization of Prices: The Long Term -- 12. Organizing for Power Pricing -- 13. Becoming a Power Pricer: Check Your Pricing IQ.
Summary: In today's hypercompetitive global marketplace, a company's pricing policy can make or break the bottom line. Yet a surprising number of firms attempt to increase profits without the aid of a carefully and creatively designed pricing strategy. Now, in this long-awaited book, the world's two leading price experts Robert J. Dolan and Hermann Simon take managers beyond conventional thinking to show how their breakthrough system of "power pricing" will improve the bottom line by an order of magnitude. They destroy popular but not necessarily financially savvy ideas on pricing, such as relying on a standard markup on cost rule. They expose as passive the "strategy" of letting the market or a competitor "set the price." But the key is in what they provide: the tools by which the pedestrian pricer can become a "power pricer" who achieves quantum leaps in financial performance by aggressively implementing sophisticated pricing strategies. The authors argue that firms must view pricing as a key and highly manageable element in the profit equation, worthy of attention equal to that accorded to sales volume and costs. Companies must have data at their finger tips which are more accurate, timely, relevant, and dissaggregated than their competitors'. Using these data to create a systematic analysis of customers and competitors, companies will be able to create and assess pricing scenarios to achieve long-term profitability. This targeted, quadrupled approach to transforming the bottom line by managing price leaves no strategy or option unturned. Power Pricing is a highly detailed yet practically focused book which will become required reading for business leaders; general managers; marketing, product, and brand managers; accountants, financial managers, and marketing students, world-wide.
Holdings
Item type Home library Call number Status Date due Barcode Item holds
Two Week Loan Two Week Loan de Havilland Learning Resources Centre
Main Shelves
658.816 DOL (Browse shelf(Opens below)) Available 4404665680
Two Week Loan Two Week Loan de Havilland Learning Resources Centre
Main Shelves
658.816 DOL (Browse shelf(Opens below)) Available 440466569X
Total holds: 0

Enhanced descriptions from Syndetics:

Includes bibliographical references (p. 347-359) and index.

1. Introduction -- 2. Price, Costs, and Profit: Economic Underpinnings of Pricing -- 3. Price Response Estimation -- 4. Pricing and Competitive Strategy -- 5. Price Customization -- 6. International Pricing -- 7. Nonlinear Pricing -- 8. Product-Line Pricing -- 9. Price Bundling -- 10. Time Customization of Prices: The Short Term -- 11. Time Customization of Prices: The Long Term -- 12. Organizing for Power Pricing -- 13. Becoming a Power Pricer: Check Your Pricing IQ.

In today's hypercompetitive global marketplace, a company's pricing policy can make or break the bottom line. Yet a surprising number of firms attempt to increase profits without the aid of a carefully and creatively designed pricing strategy. Now, in this long-awaited book, the world's two leading price experts Robert J. Dolan and Hermann Simon take managers beyond conventional thinking to show how their breakthrough system of "power pricing" will improve the bottom line by an order of magnitude. They destroy popular but not necessarily financially savvy ideas on pricing, such as relying on a standard markup on cost rule. They expose as passive the "strategy" of letting the market or a competitor "set the price." But the key is in what they provide: the tools by which the pedestrian pricer can become a "power pricer" who achieves quantum leaps in financial performance by aggressively implementing sophisticated pricing strategies. The authors argue that firms must view pricing as a key and highly manageable element in the profit equation, worthy of attention equal to that accorded to sales volume and costs. Companies must have data at their finger tips which are more accurate, timely, relevant, and dissaggregated than their competitors'. Using these data to create a systematic analysis of customers and competitors, companies will be able to create and assess pricing scenarios to achieve long-term profitability. This targeted, quadrupled approach to transforming the bottom line by managing price leaves no strategy or option unturned. Power Pricing is a highly detailed yet practically focused book which will become required reading for business leaders; general managers; marketing, product, and brand managers; accountants, financial managers, and marketing students, world-wide.

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